The Pipeline

OCTOBER 16, 2018

I want them to feel safe that it is OK to explore beyond what they know or aware of, and who best to do that with than a Subject matter Expert (SME), namely me. My SME commentary and view of that. By sharing what you see out there, you establish yourself as an SME and the rights that come with that.

SME 225

SME Objections Buyer ROI 225

The Pipeline

AUGUST 24, 2021

As an SME, you don’t need to hold on to your product for security, you are free to truly explore. Think beyond the limits of standard blah blah blah questions they’ve been exposed to. It is not rare for your curiosity to spark curiosity in the prospect. Curiously Different.

SME 391

SME Margin Video Quota 391

The Pipeline

JANUARY 22, 2019

Any number of things an SME is in a position to do to extend the interruption – first objection – to a conversation. “ As an SME, you have to understand your target’s role, function, contribution to their organization, accountabilities, role-based basis, and how and what difference you have made to others in their place.

Objections 267

Objections Prospecting SME Cold Calling 267

The Pipeline

OCTOBER 19, 2021

As always, as an SME you have a chance to share your experience and expertise. If they feel that you understand their entire process, they will see you are being more useful to their process. Rather than rushing them or tugging on their timelines, you help them with their process.

Closing 188

Closing SME Face-to-face ACT 188

The Pipeline

MARCH 16, 2020

If indeed you have presented as an SME in your interactions to date, this is your opportunity to step in and leverage that role. Our buyer’s and our own objectives have dramatically shifted. Our ability to act is however impacted more by uncertainty. Help deliver clarity. I have done this in calm and turbulent times.

Objections 310

Objections SME Lead Rank Lead Scoring 310

The Pipeline

APRIL 6, 2021

While prospects may think they know what they want, as an SME, you can round out or extend their perspectives. If the salesperson is subpar, then the outcome will be short for the buyer, limiting their success, and potentially yours. That is hard to do in the shadow of the product, because it dominates the conversation.

SME 299

SME Lead Rank Lead Scoring Discount 299

The Pipeline

OCTOBER 24, 2019

Once the conversation gets going, it’s a question of free-styling, where the SME are separated from the also-rans. By nature, these questions will not be tethered to your product, enabling you and the prospect to evolve the conversation to areas you know his/her peers are interested. After all, where did the question come from?

Prospecting 205

Prospecting Training SME ROI 205